How to Handle “Hot ‘n’ Spicy” Salespeople in Meetings

You know the types. Been around for 40 years and want you to know it. Know more that you and want the group to know. Feel the meeting is a complete waste of time and want everyone to know they’re fed up. So here’s a story to show you how to deal with them. It was either points plus fine or attending a driving awareness course. I took the latter and so did 30 or so people rocking up at the Hilton Hotel in Newbury that November day. It soon…

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Do you Have a Switch or a Dial?

I have a switch, friends of mine have dials. Now this may not seem relevant but if I explain you’ll soon see how this can help you in your sales coaching. People with a switch – flick on and off various habits. They switch it on and won’t stop. For example, a salesperson presenting their product or service will just go on and on and over sell, sometimes persuading the customer to pull out of the deal. They just don’t know when to stop. But they eventually do. Those with…

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Why Sales Workplace Shadowing Should be Banned

Here’s a Sacred Cow that just won’t go away. A new salesperson joins the team, the Sales Manager needs to get a training on boarding plan in place so he sends them out to shadow a top performer. These are the reasons this is a bad idea: Its often treated as an easy option for the sales manager. She just needs a quick call or email and she has the new recruit off her hand for a few days. Top performers are too busy to give any attention They are…

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